Jason Martin and Joe Ward argue that great salespeople ask better questions instead of giving pitches. They say the core skill is identifying what a prospect needs, then connecting them with the right coach. It's about probing, not talking at people.
And it seems like a fairly simple concept, no matter where you're at in life, what your work experience is, what your social experience is, to be able to learn a simple skill set of asking questions, finding that person, and saying, "Hey coach, I need you to talk to this one," right? And just bring them to the coach.
A great salesman is not a great presenter. They're great at asking questions. So it is a skill for us to make sure that we're asking questions that people can then give us what it is we're looking for, as opposed to just like talking at people.
